Making the Move to Outcome-Based Selling

Shifting from Selling Features and Functions to Business Outcomes

It is predicted that 80% of new technology spend will sit with business buyers by 2020.

These buyers don’t want to talk about product features and functions, they want to engage with companies and individuals who can explain how a proposed solution will contribute to the achievement of their priority business outcomes. The majority of technology sales organizations are not geared up to make this shift; their processes, tools, training, and their people have all evolved to be exceptional in the traditional, transactional model.

As part of TSIA’s new Subscription Sales research practice, we have conducted one-on-one interviews with senior sales executives around the world and carried out a number of quick poll surveys to better understand the issues, requirements, and solutions for this significant business challenge.

Here’s a peek at what our research uncovered:

75% of sales leaders are already recognizing a demand from customers for outcome-based offers

92% of executives believe that they need to adapt their customer engagement model over the coming 12 to 24 months

Download this report to get TSIA’s recommendations for how to make the transition from a go-to-market model that primarily sells products based on features and functions, to one that is focused on business outcomes.

Authored By:

Martin Dove

VP of Research, Subscription Sales, TSIA

​Publish Date: November 14, 2018

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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